Pod Insights The $100 MBA Show Follow THIS Blueprint To Make $10k Per Month Selling Digital Products (That AI Won’t Kill) About this episode Tired of feeling like you're falling behind because you don't have a huge audience, viral posts, or the latest marketing trick? If you've been putting in the work but still struggling to create consistent income online, this episode will challenge a lot of what you've been told about selling digital products and show you a different path forward.
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0:15 Speaker 01 What do I gift my mom and nieces?
0:16 Speaker 02 Walmart has top brands you know, like Ninja, Disneyland.
0:23 Speaker 01 Oh, Dad loves music.
0:24 Speaker 02 Sonos can bring his songs to life. What sound that hits just right.
0:31 Speaker 01 And my coffee-obsessed bestie?
0:33 Speaker 02 Delongi Brews Coffee, right for mornings extra bright.
0:36 Speaker 01 All those great brands at Walmart? Who knew?
0:38 Speaker 02 We knew, now you do too. Shop gifts, no love at Walmart.
0:45 Speaker 03 In the past 12 years, I've helped over 400,000 people start, grow, and scale their online business. And I've seen the same pattern happen over and over again. So many people think they need a massive following, they need viral content, they need some sort of marketing hack to make money selling digital products. But that's completely wrong. I started selling digital products with no following. I've helped entrepreneurs make $10,000, $50,000, even $100,000 per month, and none of them have millions of followers on Instagram. What they do have is the blueprint I'm about to share with you today. If you are someone who's struggling to make consistent income online, and you're tired of trading time for money, this episode's going to change everything for you.
1:28 Speaker 03 By the end of this episode, you're going to have a clear step-by-step system that has already helped thousands of my students go from $0 to $10,000 a month selling digital products. Let's jump right into it.
1:46 Speaker 03 Welcome back to the $100 MBA Show. I'm your host, Omar Zenhome, where I deliver practical business lessons three times a week, Monday, Wednesday, and Friday, to help you start, grow, and scale your business.
1:59 Speaker 03 I got a quick favor to ask. If this show has helped you in any way, leave me a quick review. You could do so wherever you listen to podcasts. This helps me and my team reach even more people who need the same no-fluff, practical business advice that you're getting from the show. It only takes a few seconds, but it makes a huge difference. Thanks for being a part of our journey to help others on their journey. Step one, find a profitable problem to solve. I've spoke about this briefly in previous episodes, but we're going to go a little bit deep. You want to start with problems people are actively searching for solutions right now. Why? Because these are people that are hungry to pay you money. All right. You want to solve problems that already exist.
2:43 Speaker 03 This is important, and you want to find the people that are voicing these problems. A lot of people, they create products and services without this in mind, and they try to sell a product or service solving a problem that people don't even recognize they have. Don't do this because you're going to waste a lot of time, money, and effort. And a lot of people get demotivated to the point where they quit entrepreneurship altogether. So how do you do this? Well, you go to places like Reddit, like Amazon, and I'll tell you exactly what to do. Go to Reddit, go to the conversations that are asking the same questions over and over in your niche. Say, for example, you're in the health and wellness space. Go to the threads about that. And what are people complaining about? What are they finding hard about losing weight or gaining muscle? Or even just maintaining their health?
3:26 Speaker 03 If you're in the personal finance space, go to amazon.com. Go to the books in your genre, so personal finance, and search for the three-star reviews. What do people say? Because three-star reviews are going to be very, very fair. Five-star is usually glowing, and there's no feedback there. And one-star is usually a hater. Okay, so three stars will tell you what they like, what they want to hear more of, what they found beneficial from this book. But they're also going to share, "I wish the author spoke about this. I wish it solved this problem. I wish that it really went a little bit deeper when it came to this issue I have." This is a goldmine of information for you. This is the best R&D you can do because you're going to be able to build products that people actually want. What I found is that the marketplace, they're very good at complaining.
4:11 Speaker 03 They're very good at expressing how they feel negatively about a certain situation when they're in pain. And that's fine, but they're not very good at solutions. No one's going to tell you, here's what I want. That's your job as the entrepreneur, as the creative, is to come up with good cohesive solutions. I say cohesive because it has to actually solve the problem to the complaints that they have. Like I mentioned before, you want to jot down the language people are using when they are sharing their emotional pain points. What is keeping them up at night? You want to actually use the same words when you're describing your solution to your problem. Because the first thing you do when you sell a product, whether it's on a sales page or even in person,
4:52 Speaker 03 or maybe even selling from stage at an event, you're going to explain the problem that you solve. And if you explain it in the same words that people are using, you're going to resonate with them. They're going to feel like, hey, you get me, okay? Now, the other thing I want to talk about in this step is that you want to just focus on one specific problem, not 10 different things. And this is one of the challenges of entrepreneurship. Because a lot of entrepreneurs, we're creative, we come up with all these great ideas, and you want to do everything at once. No, what you want to do at the start is just to focus on solving one problem, okay? You're going to have plenty of time and plenty of opportunity to solve other problems around this idea, but right now, just one problem.
5:34 Speaker 03 So for example, when I was starting my software company, Webinar Ninja, our software helped people run webinars easily. Now, there's so many things I can do, there's so many problems I can solve. But at the start, I had to solve one specific problem, which was to make it easy for people to run the webinar by themselves. As a solo founder, can you run this webinar without having an assistant, without having somebody who's going to be in the back hitting record or hitting start webinar, or making sure everybody can see what you see, all that kind of stuff? That was really the main problem. I wanted to make people feel like, hey, this is easy. Even by myself, I can run this webinar. Now, there's all kinds of things I can create in the software. I can create automations, I can allow them to run different kinds of webinars, I can allow them...
6:18 Speaker 03 You know, flash offers and guess what? We did those things later on. But in the beginning, the specific problem is that we want to make it easy for them to run the webinar solo. So that's all I focused on. The last part of the step when we're finding a problem to solve is we want to validate demand by checking what people are already buying on other platforms. So say, for example, you want to launch a new course on how to play poker like a pro. Okay, you want to help people make more money playing the game of poker. Well, are people already buying poker courses? You can go to Udemy and check out what courses are selling on poker, what kind of courses, what type of poker courses are being sold? Is it beginner? Is it advanced?
7:00 Speaker 03 Is it talking to people that are playing cash games or people playing tournaments? You want to get as much information to see what's already selling, what's already has demand and that are actually generating revenue. So go to different places that you can see examples. It doesn't have to be exactly your product or your service, but go to other examples. So say, for example, I have this idea of I want to help people wash their car without them having to take it to the car wash. Okay, so for example, I would come to their house, I would pick up their car and I would wash their car in my own garage and then bring it back to their house so they would never have to go to the car wash ever again. Now, maybe there's not a specific service like that out there, but there are signals I can follow. I can find out, do people actually pay money to wash their car? Okay, how much do they pay?
7:45 Speaker 03 Well, let me go to the local car wash, find out how many customers do they get? You know, maybe I can ask them, you know, a question. A lot of business owners are actually quite open and are happy to give you information. Like, I've done this before where I go to a business and say, how many customers are you getting a day? Like, while I'm paying for a muffin or something like that, a cafe. And they're like, oh, we get around this much. You know, like, people are willing to give you information. So you can literally do this. So you can get a gauge of how much money you could potentially make and how many customers you can attract in a current market. But this is like a very simple example, but there are places you can actually visit, whether online or offline or in person, to find out, are people actually paying to get a solution, a solution to this problem? Maybe it's not your solution, but some form of a solution.
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8:57 Speaker 01 What do I gift my mom and nieces?
8:59 Speaker 02 Walmart has top brands you know, like Ninja, Disney, Lego.
9:06 Speaker 01 Oh, Dad loves music.
9:07 Speaker 02 Sonos can bring his songs to life with sound that hits just right.
9:14 Speaker 01 And my coffee-obsessed bestie?
9:16 Speaker 02 Delongi Brews Coffee, right for mornings extra bright.
9:19 Speaker 01 All those great brands at Walmart? Who knew?
9:21 Speaker 02 We knew, now you do too.
9:24 Speaker 07 Shop gifts, no love at Walmart.
9:29 Speaker 03 Step two is to create your value ladder. Now, your value ladder is quite simple. You want to create steps, or you want to create a journey for your audience. Now, a lot of people, they think when they create a value ladder, they think, okay, I have to start by thinking about what do I create at the beginning of the ladder? Like, what does my free content looks like? You know, something that like a YouTube channel or a newsletter. I think the best thing to do is to start with your flagship product. Because at the end of the day, you want people to get there. Now, your flagship product is basically where you're going to make most of your money. You can make money in a lot of different products, but what is the product that actually makes you 80% of your revenue? So you just want to outline what your flagship product is going to look like, and what's the price point?
10:12 Speaker 03 So let's say your flagship product is a group coaching program, where people are going to pay you $2,000 a month. That is your price point. And this group coaching program will be weekly calls, where you're going to help people in whatever you help them with. So that is kind of like where you want to eventually get everybody to, that part of the ladder. Now, there might be other products that are higher priced. Beyond that, there might be products that are lower priced, but let's just start outlining that product. After we outlined our flagship product and understand which product is going to make most of our money, we're going to then... Then take one step down on that ladder and create an entry level product. Price your first products around $9 to $49. Why? Because the point of this product is not to make money.
10:56 Speaker 03 The point of this product is to earn trust with your audience. This is your first real transaction where people are actually giving up money to see if you're worth their money, to see if you're actually going to return on their investment. You're actually going to give them the value for what they paid. Hopefully, you're going to give them a whole lot more value than what they paid. And this is why I like to price these at that price point, $9 to $49. One, because it's not going to be a huge expense. It's not something that they need to think about a lot. $9 to $49 is like between a coffee and a candy bar and a lunch. People pay for these things without thinking too much about it. They don't have to like consult with their accountant. And this is what you want to do here. You want to sell a product that's basically an entry level product.
11:38 Speaker 03 And now you might be thinking, well, do I have to create a whole new product to serve this part of the ladder? No, you can actually just create like the most minimal viable version of what your flagship product is. So say, for example, you are doing a weekly call with your coaching program and those coaching calls are about 90 minutes. And on that one coaching call, you're going to teach one concept to all your students. Well, this could be your entry level product where you just do a one-time webinar, a one-time workshop where you charge $29 for entry and then you deliver value. People, they pay you money and you give them what they're looking for to solve one specific problem. And by doing this, they're going to be like, hey, this is great. You give them the recording, you give them a workbook. And then at the end of the webinar, you could say, hey, if you liked this webinar,
12:23 Speaker 03 if you got value from this and you want to continue learning, if you want to take things to the next level, then I have a program. It's a coaching call. And as you can see, that's the next step of the ladder. I should say a coaching program, not a call, just a call, but an ongoing program so that they have the accountability, they have somebody that they can ask questions, they have a community around them. You get the point. But you don't need to create something from scratch. You can literally just take a small portion of the bigger product. One of the things that I want to stress is that you want to make sure you're Entry level product, your low price product is aligned with your higher price product, meaning that it's a taster, that it's similar in terms of how you're delivering it. So the example I gave with the coaching call and then you do a webinar, you're basically teaching live and giving them value. That's the similarity.
13:08 Speaker 03 But if your flagship product is something else, like for example, I was running a software company and I was selling a software that people would pay for monthly or annual. My entry level product was not coaching. My entry level product was a tool for them to use, just like a software is a tool. So one of the things we sold were templates, like email templates that they can send to sell more of their products and services, or templates so that they can plug into our software and have follow-up sequences so that they can sell more of their product after the webinar. This was valuable to our customer because our customers are not looking to learn. They're looking for solutions because it makes sense for somebody who's going to buy my software will be interested in that entry level kind of product. So you could literally create a template. And by the way, if you don't have a template for whatever you want to do,
13:53 Speaker 03 you can download our templates of templates. I know that sounds pretty meta, but we really have that. Just go to 100mba.net/templates. It's completely free. And you can download like a worksheet template. You can download a checklist template. It's super simple and that way you can start creating these entry level products. The whole point of all of this is to build trust with your customers before you start selling them your high-ticket program, your high-ticket product. Now, your high-ticket thing could be completely different. It could be an event. It could be tickets to maybe a retreat, whatever it might be. But the point I'm trying to make here is that make sure each product leads to the next. It actually helps you sell the other product. And this is what the whole point of these entry level products are, is that it gives them a taste
14:37 Speaker 03 of what it's like to be a full-time, a big-time customer with you. As much as possible, solve one specific problem for each product and not everything at once. Why? Because you will overwhelm your customers and you don't want to do that. One of the rules that I reiterate over and over at the $100 MBA is a confused mind never buys. If your customer is confused about what your product does, and often they're confused because it does too much. They're like, what is this exactly? What does it solve? How do I get started? Do I actually need this? That is a huge red flag for any business. What you want is simplicity. So it's easy for them to understand and say like, oh, I have this problem. This product solves this problem. Clear?
15:21 Speaker 03 And one of the ways to do this, and this is something that I did back in the day, about 10 years, maybe more than that, 15 years ago, when I started my entrepreneurial journey full-time, is I mapped out the journey of my customer. I actually put myself into my customer's shoes, and I asked myself, what is the first type of problem my customer will have as they start on their journey of getting better at whatever they want to get better at, or improving their life in some way. So for example, if somebody is in the fitness industry and they've never stepped foot in the gym, they don't know anything about nutrition, they don't know anything about eating healthy, maybe the first step for them is to understand just some simple exercises they can do at home, something that they can do for 15 minutes a day, whether it's stretching exercises, yoga, maybe it's
16:03 Speaker 03 just push-ups and sit-ups, whatever it might be. Then the next step might be, hey, them understanding their macros, understanding what, how they're consuming their calories and their diets and their proteins and all that kind of stuff, right? So how to track that. Maybe the next step in their journey is like, okay, now it's time to go to the gym. Let me show you some simple exercises you could do with gym equipment. Understand what steps they need to go through to get to the final destination, which is like they're in the best shape of their life, right? They're gonna get there, but there are steps to get there, and you can serve them along their way with products along the way. I got a question for you. Have you subscribed to the podcast yet? If not, do it now. We have an upcoming episode I don't want you to miss. It's titled, "Why Side Hustles Rarely Work and How to Create One That Actually Does." I'm gonna be brutally honest in this
16:48 Speaker 03 episode. I already scripted it, I already worked on it, and we're gonna be shooting it very soon. But the reason why I wanted to do this episode is because so many people start their business journey with a side hustle, with building something on the side. And I've seen so many businesses and entrepreneurs just never make it because they don't know how to create a side hustle that actually turns into their full-time thing. Most side hustles just completely fizzle out and never actually see the light of day. I don't want that to be you. I want to make sure that you have a successful one that becomes your full-time business and becomes your empire. So subscribe to the show so you don't miss that episode.
17:22 Speaker 03 Step 3 is to build a content strategy that converts. Now, the reason why I start with content as your marketing strategy, because content marketing is a form of marketing, is because it doesn't cost anything, okay? Content marketing is you creating relevant content to build an audience and build awareness for what you do, and to build trust with your audience. And in a way, it's your first product, because you are exchanging attention, getting people's attention for your content. You're creating this content so that you can get eyeballs on your brand, on what you do, who you are. If you are the brand, get eyes on you, all that kind of stuff. If this is intimidating to you, if you're like, Omar, I don't want to dance on TikTok, I don't know how to do this, slow down a little bit. You don't need to dance on TikTok. You can focus on text-based platforms,
18:05 Speaker 03 like creating posts on LinkedIn, Threads, X. You can create content in different ways. You don't need to create talking head videos like this one. You don't have to create hyper-produced, people interviewing people on the street. You don't have to do that. A lot of people are successful with just text-based platforms. Some people are successful also with video platforms, using like Reels on Instagram, or TikTok, or YouTube Shorts, but they don't share their face. They share their screen. They use a whiteboard. They use an iPad. There's so many ways to share content and share value without having you to dance on TikTok. But there is a strategy to whatever type of content you create or share. And there are three types of content that you should be aware of and should be creating for your business.
18:49 Speaker 03 The first one is called "top of funnel." This is for awareness. The next one is called "middle for authority." You want to make sure that as people get used to you, they start to trust you more and more. And the last one is for sales, to convert people from just being a viewer of your content to a customer of your products. The formula I like to use is 50% awareness, 25% authority, and 25% sales content. Why this split? Because I'm highly aware, after doing business for 20 years, is that most people will not buy from you. You need to just be acceptant of that, okay? That's just the reality of the world. But you do need to make as many people as possible aware of you, because without awareness, they're not going to learn more about you, so they can try to... Trust you and they're not going to buy from you. So that's kind of the first step.
19:34 Speaker 03 This is why you want to cast your net a little bit wide. And that's why it's 50% of your content is awareness. So think about all the content that you're going to create. If you're going to talk to the most wide spectrum of your audience, that is the amount of content, 50% of your content. So for example, you'd say you produce 10 pieces of content a week. Five pieces of content should be for the vast majority of people. So it should be something that applies to everybody. So say, for example, for me and my content, some of the content that would fit in the awareness piece is more like mindset, like how to be more confident, how to be able to sell your products without feeling salesy, how to validate your ideas. These concepts, these ideas, these topics, apply to everybody that is thinking about starting a business,
20:17 Speaker 03 has a business, been running a business for 10 years. This applies to them. Now, the next step is authority or trust, 25%. This is a little bit more specific, where I'm trying to give them information that applies specifically to a group to get them a result. So this is more like, how do you fire somebody properly? Not everybody is going to be interested in this content, but the people that are interested, the people that are in business, that have teammates, that have maybe some staffing issues, are going to want to tune into. Why? It's going to be valuable for them. And if they apply what they learn and they get a win, they'll be more interested in more content and eventually becoming a customer. The last 25% is the sales part. And this is more like, hey, guys, making them aware that you have something for sale.
21:03 Speaker 03 You're not actually selling them, but you're just letting them know that, hey, you have a product for sale. You're doing an event. You are selling a new kind of product or trying something out, or maybe even just to join their newsletter. Join your newsletter is a sale of some sort. You're moving them from social media to your email list so that you can contact them via email. So the point here is making them aware of what you have to offer. A lot of people don't know what you sell. They don't know what you do. They don't know how you make money. So 25% of your content should be that type of content. One of the ways you can make this much easier on yourself is to make sure you automate and batch your content. Let's start with batching first before we go to automate. But basically, what you want to do is you want to create all your content as much as possible at one time. Okay?
21:45 Speaker 03 And one of the ways you could do this is to create longer form content that you can then repurpose or repackage as a smaller form content. So for example, a 20-minute video here on the podcast, we can create 10, 15, 20 different pieces of content or clips out of that 20-minute video. And you could do this with any kind of video. You spoke on stage, that could be cut up into clips. You did a webinar, you did a sales call, you maybe did some training for your team. All that is content that you can use and repurpose. Now, you want to automate it as well with using tools. So there's lots of software that allows you to automate the posting of social media. So tools like Buffer, like Meet Edgar, these are great tools that you can just schedule in advance so you're not posting physically on your phone every single day.
22:30 Speaker 03 And the last step of this step is one that most people neglect, and that's to track and measure. You've got to track what actually happened after you posted this content, right? Which post resonated? Which post didn't do so well? Which one got comments? Which one got you sales? So that you can repeat what works and let go of what doesn't. A lot of people think that business and content and anything in life is about repetition. Do as many reps as possible. No, it's actually not about repetition. It's actually about iterations. You've got to change what you do so you can know what works and what doesn't. And if you don't measure and if you don't track, you won't know what to change. So that's the whole point. Make sure that you have a look at what's happening behind the scenes on Instagram, on Facebook, on YouTube, whatever.
23:15 Speaker 03 Go to your dashboard, go to your analytics, and just once a month, take a look at what performed well and try to figure out why. Look at what you did different. Try something different next time so that you can get that iteration and get some information, new data to inform your next decision. Step four, you want to set up your sales system. Basically, this is your website, your online presence, because you're going to need a way for people to, one, join your email list. Need them to then be able to buy your products, whether it's an entry level product or your high level products. You need a cohesive system so that people have a way to go on this journey online. Now, some people like to use platforms that make this easy, that are free, things like Etsy or platforms like Udemy, which make it very affordable because they don't really charge much,
24:00 Speaker 03 but they do take a cut of your sales. I don't really love these types of platforms because it's not really built for scale. And I want everybody to build a business with the intention that it's going to be big. It's going to make money. And it's harder to migrate later on into a new platform when your business is running and you've got expenses and you've got a team and you're busy. You don't have time to, you're just going to say, no, it's too hard. But as your business grows, as you're making more sales, these platforms are taking more and more money from you via a percentage of your sales. So what you want to do is you want to build on a platform that you maybe pay a monthly fee for, which is a modest fee, but you get to keep all the money, right? You get to keep without giving away a percentage of your sales.
24:42 Speaker 03 So platforms like Shopify, like Podia, like Teachable, these are all great options. Kajabi, none of these guys are sponsors of the show. These are just the ones that come top of mind that I know that work really well. Actually, I think Shopify was a sponsor once. But, but all of these are great. Check them out and find out which one will work best for you. And they all pretty much do the same thing. So take a look at the price points, find out what is something that you can afford comfortably. And a lot of these are like under a hundred dollars a month. So it's pretty astonishing what it does for that little bit of money every single month. Now, through these platforms, you can create professional product pages. You can create your website, you can create your blog, you can have a way to collect email addresses so that you can send them newsletters. You can display your social proof and your testimonials on your site
25:27 Speaker 03 so people can understand, hey, this person is legit. They actually get results. This is actually quite essential. And this is why it's good to choose a platform that you can stick with for a long period of time. The next step is to set up your email sequences. Now, some of these platforms I mentioned have email built in, meaning that you can send newsletters via the platform, but many of them don't. Many of them just are the web presence. Now, if you do need an email marketing software and you don't know how to choose, the one that I use and the one that I've been using for years is called Kit. I know the founder personally, Nathan Barry. He's a really good guy and he's been working hard on this platform for over a decade. And it's pretty simple and it's actually free to use for the first 2,000 subscribers. Now, why do you need an email marketing platform? Well, you're going to be collecting emails
26:11 Speaker 03 because people are going to be joining your newsletter or signing up for discounts or whatever it might be. And you need a way to automate emails to send out to your customers so that you are top of mind. Now, a lot of people think that email is old school. It is, but it's still the number one way to convert customers. It's worth a whole lot more than a social media follower. Why? Because I can't just thumb through content like I do with social media like on Instagram as an email. Like your inbox is still your most sacred place on the internet. You have to deal with email, right? You have to either archive it or delete it or read it or reply to it. You've got to do something with it. You can't just let it pile up, right? It gives people anxiety. So email is still very powerful in terms of building a way to communicate with your customers.
26:56 Speaker 03 And remember, it's not easy to communicate with people on social media. If they don't follow you and you don't follow them, it's very hard for you to like message them. You DM them. It doesn't go into the inbox or to the main primary folder. You know, with email, if somebody emails you, you can just reply to them. If you send an email out to them like a newsletter and they reply, like I always ask people to reply to me. With email, people can reply to you. You can create a relationship. You could send out a newsletter and ask people to reply to you and they can reply to you and you can reply back. And you can be able to ask questions and learn more about your customers. So with your platform, whether it's Shopify or Podia or Kajabi, whatever it might be, you're going to be able to add your products. You're going to be able to way to collect email through your email marketing software. You can then send your newsletters and then you can start sending people through the journey of your value ladder.
27:41 Speaker 03 And one of the easiest ways to make sales is via email. I'll give you an example. I'll be fully transparent. If you join our Email list, right? If you join our newsletter, you will get a weekly newsletter. And that weekly newsletter is a letter to you from me. And there's nothing I'm selling on this newsletter. I just try to share with you something that I think would be helpful to you. We also share our latest episodes. That's our weekly newsletter. But as you join our newsletter and you're on our email list for a bit, we start sending you an offer. We say, hey, you've been around for a while. If you want to get started with growing or starting your business, we have something called Own Your Job, which is our entry level product. And we give you an opportunity to learn more. We give you a website to go to. You watch a video. If it's something that you're interested in, you pay $29 and you sign up. This all happens automatically through email sequences
28:26 Speaker 03 that we've built a long time ago. Right? We built it once and it automatically happens. And we have certain conditions. We say, hey, when somebody's on the email list for X amount of days, send them this. And then if they buy this product, send them these series of emails. And if they buy that product, send this series of emails. If they don't buy this product, send these series of emails. So all these sequences are pre-built, done once and are sent out. So that way, we are serving customers in a way that they want to be served. I don't want to send and bombard people the same email based on an action that they took. If they've already shown me that they're interested in something, I'll send them information about it or I'll sell more information to guide them along the journey they want to go down. But if they show interest that they don't want to buy something, then there's no reason for me to continue to hit them over the head. All right, I'm going to give them more free content
29:10 Speaker 03 and allow them to come around. And once they show me a signal that they are ready to buy, then I will send them an offer. Step five is to scale with other proven marketing methods. So we've already done the organic content. Now we're going to move on to other ways to do this. So paid advertising is a great method to get customers. But you have to remember, whenever you use paid advertising, you are borrowing somebody else's audience. In many cases, this is you're borrowing Facebook's audience, right? Facebook is going to put you in front of people. If you are running meta ads, like you're running Instagram ads or Facebook ads, if you are running ads on Google, like Google Ads, then you're borrowing Google's audience. You don't own the audience. So the point that I'm trying to make here is that as much as possible,
29:54 Speaker 03 when you're running paid ads, is to turn that borrowed Audience into an owned audience. How do you do that? Well, you don't try to sell right on the actual ad. A lot of people enjoy to run ads just to sell to their customers, to sell to people that never heard of them before. What you want to do is you want to capture their email address so that they become your audience. And then you can communicate with them at any time through your email, through your newsletters, through your offers. So that's kind of the first step of paid marketing is that you're going to give them something highly valuable for free, a template, a tool, something that you think would be helpful, a webinar. And then by them just merely signing up for that through their email address, you now have that content. You now own that audience member, quote unquote. You don't own them, own them.
30:37 Speaker 03 But you own them rather than you barring them through social media or being exposed to them through social media. Now, there's only one caveat to this. You can sell with ads, but only to existing people that are on your email list, people that you already know, people that already have been on your email list and know what you do. And this is called retargeting. This is actually a pretty ninja move when it comes to paid marketing, where you basically show ads to people that have already been on our website or have been on your email list. And you know, these algorithms like Meta and these programs, they're, this is how they make their money. They make all their money through ads. So the technology behind it is incredible. So you could literally upload the emails that you already have in your email marketing software. And Facebook will not only find them,
31:22 Speaker 03 they will find people that are similar to them. They're called lookalike audiences in the Facebook Ads Manager. And this is the easiest way to make sales with warm audiences because they already are familiar with what you do. So a good example of this is that you could tell Facebook, hey, anybody that has been on my website or been on a specific sales page or have been in the checkout, like they have things in their car, send them this ad, show them this ad on Facebook or on Instagram. And it's usually of the same product or products that they are interested in. This is much easier and you're going to get a more return on investment. You get a greater return on investment for your ads because you're not selling to people that have never heard of you before. These are people that are very interested. They have things in their car.
32:07 Speaker 03 Ready to buy, but they just need to be reminded, they need to be nudged. And these types of ads are really low hanging fruit, a good way to spend your money. Listen, if you don't know how to run any of these ads, AI is your friend. Go to Claude, go to ChatGPT, ask them to walk you step by step. I want to run a retargeting ad. I want to run an ad where I can take people through the journey and get them on my email list. So that I'm not borrowing the audience anymore. You can literally just give the transcript to this episode to AI. And tell them that you want to be shown how to do this and it'll give you step by step instructions. And there's plenty of videos also on YouTube walking you through it. We're going to geek out really quick about paid marketing and how to use it. So that you never pay money for marketing again. What do I mean by that?
32:49 Speaker 03 Well, there's a concept in marketing called self liquidating offers. What does that mean? Well, you're basically selling a product, like your entry level product. Like their $7 product or a $29 product to pay for your ads. What does this actually result to? So let's say, for example, you make an offer for your $29 product. And you get, let's say, 100 customers through an ad for that product. Okay. And that ad costs you $1,000. We're going to do some simple math here. So you get 100 customers, you paid $1,000 for people to pay you $29 per product for that entry level product. Now, I don't really care about being profitable on that entry level product. Why?
33:31 Speaker 03 Because I know that from the 100 customers that I get from the entry level product. I will get, let's say on average, 10%, 10 customers to pay me for a higher priced product. And that's where I make my money. And as long as I'm break even, as long as the ads get paid by the entry level product. Then I can just run ads forever for free. That's the point. It's just why it's called a self liquidating offer. So as long as the math is mathing for you, it works for you. As long as you are making more or as much through the entry level product through your ads. Then the ads pay for themselves. And then your whole goal is to convert people from the entry level product to your higher priced product. And that's where you make your money.
34:11 Speaker 03 So there you have it, a complete blueprint to make your first $10,000 per month selling. Digital products. This isn't about getting lucky or finding some secret hack or discovering the most perfect solution to the biggest problem in the world. No, it's about following a proven system that's focusing on solving real problems for real people. This takes a bit of work, but once you get it started, once you start building it out, it starts working for you. If you want to continue learning, then we have a recent episode that I think you would be really interested in because it's really aligned with today's episode. It's called "How to Get Consistent Leads, Customers, and Referrals Without Burning Out." We've already built the foundation with this new system, but you're going to start needing new leads. You're going to need new customers. I need to get referrals from those customers.
34:57 Speaker 03 How do you build a system that's automated that works for you? That's what the episode's all about. Make sure you check it out. Thanks so much for being a part of the $100 MBA Show, for tuning in and making it all the way to the end. We are so proud of the fact that you're on this journey. You're my kind of person. You're somebody that's actually making an effort to change your life and create something special. We're here for you along the way with every single episode. So keep tuning in and we'll keep making these episodes for you.
35:22 Speaker 03 If you found today's episode helpful and you want more practical business lessons to help you start, grow, and scale your business, the best thing you could do is subscribe to this podcast. Hit subscribe or follow on your favorite podcast app, the one that you're using right now, whether it's Apple or Spotify or wherever you listen to podcasts. By hitting subscribe, you get our next episode automatically, and it's the best way to support the show. It's absolutely free and it's a way for you to commit to growing your business. And now that you've subscribed, I'll check you in the next episode.
35:58 Speaker 01 What do I gift my mom and nieces?
36:06 Speaker 01 Oh, Dad loves music.
36:14 Speaker 01 And my coffee-obsessed bestie?
36:19 Speaker 01 All those great brands at Walmart? Who knew?
36:24 Speaker 07 Shop gifts, no love at Walmart.
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